Cookie Cutter Doesn't Always Cut It

I recently read an article in Inc Magazine entitled "When to Hire a Sales Consultant". Don Kennedy was quoted in the article as saying that many of the consultants offered what he calls "cookie-cutter" solutions. I had real problems I needed to solve," he says. I wanted someone willing to get their hands dirty inside my business." After receiving personal coaching, Kennedy increased his closing percentage from 17% to 60% among other improvements to his sales process. Another company increased their gross revenue by 400%. I believe in the power of the individual. Each person has a set of specific skills and talents IF they take the time to discover and develop them. Let me stress that this is the case regardless if you are one person in your own business or part of a large sales organization. I believe a company should have a sales process with a set of proven practices based on past success and failures. In addition, a scripted presentation has its advantages to the novice salesperson to give them a head start until they develop their own dialogue for successful communication. What we should avoid is an environment where there is no room for someone to exercise their own personality, style and creativity. Seth Goden goes into great detail on this subject in his book "Linchpin" about making yourself indispensable. I teach many foundational principles on "Relationship Selling". However, I hardly ever diagnose a "cookie cutter" solution. Each person and organization has different needs, strengths and weaknesses and I truly enjoy getting my hands dirty. Have a great week! Pierce